Manager - Revenue

2 months ago

Calgary, Canada WestJet Full time

**Please note**:
This is a hybrid remote work position in Calgary Alberta and requires in-person collaboration at the WestJet Campus (22 Aerial Place NE) a minimum of 3 days per week. This provides flexibility the remaining 40% of the work week. This hybrid work plan allows for critically important learning, collaboration and networking with our colleagues. Specific days in the office are agreed upon by the team.

**Overview of role**:
WestJet is seeking a Manager of Revenue, reporting into our Commercial Revenue team. This individual demonstrates a high standard of excellence, enjoys challenges, and is results-driven. The incumbent must be highly motivated and demonstrate the ability to work in an agile environment.

Through managing one of WestJet’s key regional portfolio’s, the revenue manager will be responsible for empowering team members as they take actions which proactively and responsibly drive sales, market share, and route profitability. The manager will work with his/her team in coordination with several key commercial stakeholders to drive revenue optimization initiatives which capitalize on anticipated market opportunities and challenges. The Manager will work to foster and maintain critical relationships with stakeholders across the organization including Pricing, Network and Schedule Planning, Alliances, Marketing, WestJet Vacations, Sales and Airport Operations, while being capable to advise on matters relating to WestJet’s product offering, competitive positioning, onboard product and ancillaries, loyalty programs, distribution strategies, etc. Revenue Managers are frequently asked to communicate revenue performance on short notice, to individuals or audiences including VP’s and EVP’s.

**Key deliverables include**:

- Lead a team of 6-10 analysts to meet unit revenue targets for a set of markets worth up to $2.5B in annual revenue
- Serve as a thought leader for taking current revenue management (RM) to the next level incorporating new technologies
- Guide the team in optimizing technical performance of revenue management systems
- Define and measure KPI metrics and align goals to drive business process and revenue improvements
- Coordinate cross divisional analysis and research by providing an analytical approach in problem solving and data driven decision support
- Validate and improve existing processes, communicate sound conclusions and recommendations to senior leadership to improve unit revenues and business processes
- Utilize a variety of statistical and analytical databases to help explain business and revenue trends to senior leadership and other stakeholders
- Provide ad-hoc data and analysis for several key stakeholders i.e. RM team, executive leadership, Network Planning, Sales, etc
- Guide analysts through the creation, implementation, and assessment of inventory strategies, monitoring and providing feedback at each phase
- Act as a champion for RM and help create a culture of analytics, initiative, ownership and proactively engage Pricing and Revenue Analytics in the market strategy process
- Effectively communicate inventory strategies and results to all levels of the organization
- Develop team to create proactive RM strategies; review, monitor and track revenue management strategies and action plans for WestJet
- Understand competitive environment of pricing, network and revenue and review competitive actions and ensure team and market strategies are adjusted as required
- Provide regular revenue budget and forecasts to senior Executives
- Identify opportunities to enhance the revenue management system, including forecasting techniques and process efficiencies
- Review and present results of monthly route performance, and action changes to pricing and/or seat inventory levels according to revenue results
- Lead and mentor team members to improve analytical, technical and strategic capabilities, including annual performance partnership reviews
- Conduct team meetings and regular market review sessions with senior management
- Lead RM projects and process enhancements
- Able to back up analyst flight management responsibilities as needed

**Experience and qualifications**:

- Undergraduate degree required; degree in Economics, Business, Statistics, Mathematics preferred or similar related degree and relevant airline pricing and revenue management experience
- MBA or Master's in a quantitative field is an asset
- 3+ years of Revenue Management and/or Pricing experience
- 4+ years of management experience with a track record of effective leadership
- Excellent knowledge of revenue management principles and analytical marketing skills
- Broad knowledge of the Canadian airline marketplace, with in-depth knowledge of optimization and forecasting systems as it relates to the industry
- Experience with industry-standard revenue management systems is required
- Proven record of leading, guiding, coaching, and motivating direct reports while holding them accountable for r

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